Com 312 ASU Exam 59 Questions with Verified Answers,100% CORRECT

Com 312 ASU Exam 59 Questions with Verified Answers From the Lecture slides, start with your bottom line when determining your starting offer (or first counteroffer): Fall 2017 - CORRECT ANSWER False ____is based ...

Com 312 ASU Exam 59 Questions with Verified Answers From the Lecture slides, start with your bottom line when determining your starting offer (or first counteroffer): Fall 2017 - CORRECT ANSWER False ____is based on an (intermodal) metric of value by which people compare different commodities and calculate exchange and cost/benefit ratios. - CORRECT ANSWER Market Pricing Referent Power is the same as: - CORRECT ANSWER Charismatic Power In what way can resources be used in negotiation? - CORRECT ANSWER in exchange and pressure tactics Establishing credibility through honest and accurate statements is an example of: - CORRECT ANSWER Calculus-Based Trust Which of the following statements about source credibility is true? - CORRECT ANSWER People appear more or less credible because of their "presence." Negotiators in communal-sharing relationships tend to craft better quality agreements compared with those in other kinds of negotiations - CORRECT ANSWER True Typically we think at 600 words per minute. - CORRECT ANSWER False Which is not one of the five groupings of power from the book? - CORRECT ANSWER Third Party According to Martin Davidson, perceived issue complexity is an assessment of how intricate the issues driving the conflict are. - CORRECT ANSWER True Compromise and _______ styles are the best for achieving productive conflicts. - CORRECT ANSWER Collaborate According to Behar, face in indirect-confrontation cultures is a person's social reputation. - CORRECT ANSWER True Research has shown that likeability is less important than other credibility factors. - CORRECT ANSWER True In general, two-sided messages are considered to be more effective than one-sided messages. - CORRECT ANSWER True Minimizing personal self-disclosure is an example of: - CORRECT ANSWER Managing Identification-Based Distrust The recency effect: - CORRECT ANSWER states the tendency for the last item presented to be the best remembered. The principle of scarcity suggests that people are harder to influence when they feel that they are obtaining a scarce resource. - CORRECT ANSWER False According to Deepak Malhotra, when you see the other party as opponents, you are more likely to identify and implement value-creating solutions to a problem. - CORRECT ANSWER False Which style involves trying to make everyone happy, with the goal of maintaining relationships with bosses and co-workers: - CORRECT ANSWER Accommodate 1 out of 1 points Hynes writes that high quality decisions only occurred in 19% of the situations with strong worker resistance but in 46% of situations where resistance was weak or nonexistent. - CORRECT ANSWER False Which is NOT a way to "Abandon a Committed Position"? - CORRECT ANSWER Use exploding offers Reactive devaluation is the process of minimizing the magnitude of a concession because the other party made the concession. - CORRECT ANSWER True Single issue negotiations are more difficult than multiple issue negotiations. - CORRECT ANSWER True According to Korda, if the buyer claims that they cannot commit more than a given sum to this purchase, it may be a purely tactical approach rather than a genuine cost reason, particularly if they asked for a preliminary quote 'for information purposes only.' - CORRECT ANSWER True According to your book, a competitive bargaining situation is also called: - CORRECT ANSWER Distributive Bargaining Situation In which of the following examples is the communication model listed in the correct order? - CORRECT ANSWER sender encodes the message, message is transmitted, receiver decodes the message, receiver provides feedback to the sender What are the most dominant contributors to breakdowns and failures in negotiation? - CORRECT ANSWER failures and distortions in perception, cognition, and communication Which is the value or figure that you do not want to pay more than in a negotiation? - CORRECT ANSWER Botton Line Talk little, listen a lot is one of Korda's recommendations for Avoiding Traps from Professional Negotiators. - CORRECT ANSWER True When a negotiator says: "Gee that offer was much lower than I expected; perhaps I've misconstrued the value here and should reconsider my goals and tactics" is an example of which cognitive bias in negotiations: - CORRECT ANSWER Anchoring and adjustment A snowball tactic is when a negotiator pretends that an issue of little or no importance to them is quite important. - CORRECT ANSWER False Gradual, delayed concession are perceived as less valuable than immediate concessions - CORRECT ANSWER False Research suggests that making the first offer is a negotiation is advantageous to the party making the offer. - CORRECT ANSWER True When the negotiating parties find more than one issue in conflict and have different priorities for these issues, this is an example of: - CORRECT ANSWER Logroll Which of the following is not one of the four biases that threaten e-mail negotiations? - CORRECT ANSWER Impasse in e-mail negotiations bias is the tendency for the negotiators to disclose personal information through e-mail about themselves and the issues with the other party (no mutual self-disclosure by the out-group party). Negative emotions may lead parties to escalate the conflict. - CORRECT ANSWER True Encoding can be defined as: - CORRECT ANSWER the process by which messages are put into symbolic form Which alternate solution for Integrative Negotiation involves inventing new options that meet all their respective needs? - CORRECT ANSWER Finding a bridge solution What type of frame is a predisposition towards satisfying a broader set of interests or needs in negotiations? - CORRECT ANSWER Aspiration Voting is NOT recommended by your book as a way to close discussion, as the "losers" will be less committed than "winners" to the implementation of the negotiated outcome. - CORRECT ANSWER True Brainstorning suspends idea criticism, focusing on the rapid generation of ideas. - CORRECT ANSWER True Self-efficacy is a judgment about one's ability to behave effectively in a given situation. - CORRECT ANSWER True Outsiders should be excluded from complete briefings—it extends the time for the negotiation unnecessarily. - CORRECT ANSWER False One of the most fundamental consequences of increasing the number of parties is that the negotiation situation tends to become less lucid, more complex and in some respects, more demanding.. - CORRECT ANSWER True One of the fundamental dilemmas in negotiation is the degree to which negotiators should trust the other party. - CORRECT ANSWER True Self monitoring: - CORRECT ANSWER refers to the extent to which people are responsive to the social cues that come from the social environment. Bedfellows are parties with whom a negotiator has : - CORRECT ANSWER high agreement and low trust. "Embedded View of Agency" refers to men tending not to draw strict boundaries between negotiating and other aspects of their relationships with others. - CORRECT ANSWER False When using multiparty negotiations, it is more effective to avoid disagreeing with any member of the group. - CORRECT ANSWER False Adversaries can be described as: - CORRECT ANSWER negotiators who are low in agreement and low in trust. Which is not described as an effective strategy to use during an multiparty negotiation - CORRECT ANSWER Social Complexity In a survey of new graduates from a Master's Degree program, 27% of female graduates asked for a higher salary rather than accepting the employers initial offer, compared with 57% of male graduates. - CORRECT ANSWER False The implicit assumption underlying research is that individuals who can understand and apply the behavior of successful negotiators will become better negotiators themselves. - CORRECT ANSWER True Your textbook says that female negotiators—more than male negotiators—may find themselves trying to juggle the management of others' impressions with the pursuit of good results. - CORRECT ANSWER True Which of the following would you not likely find the use of an agent in negotiations - CORRECT ANSWER When you need to repair a damaged relationship. The Delphi technique involves little face-to-face discussion. - CORRECT ANSWER True "Surveillance" can bring out gender differences in negotiation. - CORRECT ANSWER True Fisher and Davis have identified all but one of the following statements as advice to constituencies on managing agents. - CORRECT ANSWER The agent should not be given the discretion to design and develop an effective overall negotiation process. Which is not one of the "Big Five" Personality Factors as described in your book? - CORRECT ANSWER Cognitive